Prospecting and the Gatekeeper

By Miles Sonkin, High Probability® Selling
If you’re calling business to business, and you’re reaching the administrative assistant, chances are that they know all about what the decision maker wants and doesn’t want.
The concept of getting past the gatekeeper usually ends badly. This article provides a different approach.
Q. When making prospecting calls, the prospect often ‘isn’t [...]

Why Most Sales Tips Don’t Work

By Paul Bunn and Carl Ingalls
The Quest for the “One”
Many salespeople who contact us are looking for that one all-powerful sales tip or technique that will make them more successful.
Finding Buried Treasure
Many sales seminars are sold by promising to deliver a “new” tip or trick or a silver bullet
technique that will magically make all of [...]

Popular Doesn’t Necessarily Equal Best – or Even Good

by Paul Bunn
If everyone is thinking alike, somebody isn’t thinking.     – George S. Patton

Turnover in the sales profession is extremely high compared to most other professions.  The failure rate for financial services agents and representatives is greater than 90 percent.
Look at the world of sales experts, sales trainers and sales consulting firms. You will find [...]

How Successful People Make Decisions

by Carl Ingalls and Paul Bunn
A colleague here in our office recently shared the following strategy for succeeding in business:
“If you want to be successful in business, do business with successful people.”
How we communicate with them is a significant element of that strategy. We’ve developed a table comparing sales communication methods that are [...]

So You Think You Lost the Sale?

Losing a sale is something that we’ve all experienced.  Sometimes it feels like the prospect’s mind seemed to change for no apparent reason, sometimes you had a sense that there was something negative in the mind of your prospect, but you just couldn’t figure it out. Perhaps, worse than the actual event is the [...]